[Remote] Sales Director, Mid-Market, California

Note: The job is a remote job and is open to candidates in USA. Airlock Digital is a global leader in application control and allowlisting, seeking a results-driven Sales Director, Mid-Market to accelerate growth across organizations with approximately 1,000–7,500 employees. The role focuses on new logo acquisition and managing the full sales cycle in a complex cybersecurity environment.

Responsibilities

• Consistently achieve and exceed quarterly revenue targets across the Mid-Market segment
• Primary focus on new logo acquisition, with selective expansion where there is clear product fit
• Manage deals end-to-end: prospecting, discovery, demo, technical alignment, negotiation, and close
• Excel at managing complex, consultative sales cycles involving multiple stakeholders across technical and business teams
• Build and maintain a healthy pipeline through outbound prospecting, partner collaboration, and inbound opportunities
• Develop thoughtful account plans aligned to customer security priorities and business outcomes
• Build strong relationships with security, IT, and business leaders and execute thoughtful account plans
• Navigate multi-stakeholder buying groups and guide prospects through technical, security, and commercial evaluations
• Negotiate mid-market and upper mid-market agreements, including multi-year contracts where appropriate
• Partner with Solutions Architecture, Customer Success, Marketing, and Leadership to progress deals and remove friction
• Maintain accurate pipeline hygiene, forecasting, and deal documentation in HubSpot
• Represent Airlock Digital in customer meetings and select industry forums as appropriate

Skills

• 5+ years of experience in B2B SaaS or cybersecurity sales within Mid-Market or Commercial segments, with demonstrated success selling to Mid-Market customers across California (Bay Area/San Francisco and Los Angeles)
• Demonstrated success owning full-cycle, consultative sales motions in complex technical environments
• Strong understanding of cybersecurity buyers, workflows, and security decision-making processes
• Comfortable engaging with security, IT, and business leaders across multiple levels of an organization
• Prior experience selling in a startup or high-growth environment (important for pace, ambiguity, and building process as you go)
• Strong communication, discovery, and negotiation skills
• Results-oriented, self-directed, and energized by building pipeline and closing net-new business

Benefits

• Medical, dental, and vision insurance
• 401K Plan with 4% Company Match
• Life and Disability Programs
• Paid Parental Leave
• Paid time off and Paid Holidays
• Volunteer and Birthday Time off
• Home Office Allowance

Company Overview